1. SpotOn!®
Eclipse
Compatibility Comparison Report
Aubree Coderre
(760) 637-4679
aubree@zoracle.net
Date: May 3, 2016
Age:
Marital Status:
Income:
Education:
Recent Business or Employment:
Position:
Homeowner? No
Ever owned a business?
Total Capital to Invest:
Spouse/other family member actively involved?
Veteran: No
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

2. ExcellentPoorFIT
OVERALL
SCORE
Compared to Top Performer
87%
Fit
Compatibility
CompatibilityCompetenciesCapacity
Values 85%
Stages of Growth 100%
Cultural 100%
Work Style 82%
Competencies 83%
Focus Preferences 81%
Emotional Intelligence 98%
Social Intelligence 69%
Sales Orientation 100%
Business Path 100%
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

3. Values determine what about the self is the meaningful core that governs people's
desires and the expression of these desires. Values are the only true predictors of
behavior. Values fall into four primary Values Sets. The target within each Values Set
was determined from input from your leadership team and assessing your top
performing franchisees. Values are a strong indicator of compatibility and long-term
satisfaction. Consider this marker carefully.
Aubree
Aubree's Values are an excellent match with those of your top performers. Her
Belonger Values score is 50% lower than recommended. She is less security
conscious and/or relationship oriented than your top performers. Her Achiever
Values score is within ideal range. Her Societal Values score is 46% higher than
recommended. She has a greater desire to simplify, contribute and replicate through
others than your top performers. Her Emulator Values score is within ideal range.
VALUES
Why is values alignment important?
Matching a franchisee's core values with a company's core values creates compatibility and harmony. Having shared
values provides a solid foundation for a long-term business relationship. Like-minded people have a basis for
understanding, communicating and exercising judgment. Values alignment builds strong brand recognition. Our
research and that of others, show that there is a strong link between financial performance and values alignment.
When the values of an organization are in alignment with the aspirational values of the franchisees, the result is
high performance.
Belonger Achiever Societal Emulator
Target
85%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

4. Target
Eclipse Enterprise is a Stage 2 Partner system. You're growing and your value
proposition and product mix are becoming more clearly defined. You've tested your
systems and made adjustments. Your franchisees have offered their best practices.
You have great communication between corporate and franchisees. You're
stabilizing and have gained market share. You are focused on systematizing and
replicating. Candidates with a Stage 2 or 3 score will fit well within your organization.
Aubree
Scores indicate Aubree fits well within a Stage 2 Partner or Stage 3 Plug and Play
business. She thinks and acts like a partner, appreciating the franchisor-franchisee
complementary skills and best practices. She will embrace and comply with new
procedures. She will offer mentoring and/or feedback individually or within
committees so as to enhance overall system success. Aubree is an excellent fit within
Eclipse Enterprise's current Stage of Growth.
STAGES OF GROWTH
Why is it important?
Stages of Growth are determined by a company's managerial style, organizational structure, formal systems, major
strategic goals and founder/owner involvement. As a franchise organization grows, the systems and procedures will
adapt to support an evolving business model, the needs of the franchisees and to satisfy end-user demands. Within
each stage of business a franchisee's skills and goals need to complement a franchisor's plans and market
expansion strategies. A franchisee that is in-step with your franchise organization's Stage of Growth will prove more
compatible and likely perform better.
Entreprenuer Partner Plug & Play Empire Hybrid
Entreprenuer Partner Plug & Play Empire Hybrid
100%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

5. Target
Eclipse Enterprise is a company with a Compete Culture. You value stability,
differentiation, and control. Eclipse Enterprise is concerned with
competitiveness and productivity. You emphasize partnerships and positioning.
You are focused on relationships—more specifically, transactions—with
suppliers and customers.
Aubree
Aubree fits well within a Compete Culture. She needs a franchisor-franchisee
business environment based on mutual respect. She is hard-driving and
focused on positioning. Aubree will build strategic relationships with partners
and customers. She enjoys winning and will do what is necessary to capture
marketshare and elbow out rivals.
CULTURE
Why is it important?
Culture determines the environment, strategies and practices that inspires and engages employees and franchisees
to perform optimally. Culture is important to company morale and maintaining good relationships. The key to using
culture to improve performance lies in matching cultural attributes to franchisor and franchisee goals. A culture that
is congruent and clearly communicated provides endless benefits to a franchise organization including greater
effectiveness and brand equity. A franchisee who shares your company's culture will prove more compatible and
likely perform better.
Flexibility Stability
Internal Focus External Focus
Discretion Order
Integration Differentiation
Unity Rivalry
Dynamism Control
100%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

6. Aubree and Eclipse Enterprise top performers are similar in their degree of
responsiveness and assertiveness. Both are pragmatic, project oriented and in
control of their emotions. Aubree is most comfortable when in charge of people and
situations. She thinks and works fast which might mean she can become annoyed
with delays or incompetence. She has a no-nonsense and get things done attitude.
WORK STYLE
Why is it important?
For greatest satisfaction and effectiveness, one should seek a work or business environment consistent with their
natural tendencies. Work Style is particularly important for the business owner as they will set the pace, priorities
and direction for employees, partners, vendors and clients. Work Style translates into how one will delegate, direct,
motivate, manage, evaluate and resolve day-to-day business situations. The target within each Work Style segment
was determined from input from your leadership team and assessing your top performing franchisees.
Aubree
Director Promoter Connector Thinker
Target
Head Heart
People Project
Practical Possible
Ask Tell
Control Emote
82%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

7. Target Aubree
Your franchisee's competencies should enhance or augment your value
proposition. There are eight primary core competencies in every business. Your
candidate will possess each competency in various amounts. The target within
each competency was determined from input from your leaderships team and
assessing your top performing franchisees. Unlike Values, Competencies can be
trained and enhanced. Consider these markers carefully.
Ideal Range Competency Aubree
98 - 111 Leadership and Vision 189
135 - 155 Sales and Channel Planning 165
114 - 124 Marketing and PR 102
90 - 100 Executive and Management 84
92 - 100 HR and Training 102
132 - 140 Admin and Customer Service 75
125 - 135 Finance and Operations 138
120 - 130 Technical and Product 105
COMPETENCIES
Why are complementary competencies important?
Understanding your candidate's business competencies is important. More important however, is how those
competencies complement those of your franchise system. Complementary Competencies provide a framework for
forming collaborations between franchisee and franchisor. In doing so it presents numerous ways of
correspondence between the expertise of the franchisor and the skills of the franchisee. Complementary
Competencies reduces redundancy, makes wiser use of resources, provides points of correspondence and thus
greater value, compatibility and performance.
Leadership and
Vision
Sales and Channel
Planning
Marketing and PR
Executive and
Management
HR and Training
Admin and
Customer Service
Finance and
Operations
Technical and
Product
83%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

8. Relational
Consultative
Competitive
Ideal Score
Your company's business model requires a franchisee or key salesperson that has a consultative
sales orientation. The ideal sales orientation was determined from input from your leadership
team and assessing your top performing franchisees. Unlike Values, Sales Skills can be learned
and enhanced or in some cases franchisee can hire a salesperson to fill this need. Consider this
marker as secondary to Compatibility Markers: Values, Stage of Growth, Culture and Work Style.
Aubree
Aubree and Eclipse Enterprise top performers have similar sales styles. Both are consultative,
advisory and educational in their approach to sales. Aubree is good at understanding her
customer's business environment, critical business drivers, and high priority business initiatives
and then crafting a solution to help the customer achieve their objectives. Like your top
performers, Aubree is able to build high trust and high credibility relationships with her
prospects.
SALES ORIENTATION
Why is it important?
All businesses require some form of sales. There are three primary types of sales and naturally there are individuals
that are suited for one over another. Statistics show when a product or service is matched to an individual's sales
orientation there is higher performance. When a salesperson is operating within their natural sales style they come
across as authentic and trustworthy; both vital elements to closing more sales. The end-user has a good experience
and you as a franchisor have stronger brand equity.
100%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

9. BUSINESS PATH
Why is it important?
There are multiple paths to succeed. The best path to success and fulfillment is one that is individually crafted.
Unfortunately, due to limited resources, poor timing and lack of experience or skill doing so is not always possible.
Franchising is the closest thing between a collectively prescribed and individually crafted path to business success.
Zoracle's Business Path modeling demonstrates six ways to assuage concerns, follow passion, gain recognition and
successfully pursue one's aspirations. Choosing a path that reflects one's individuality will provide greater fulfillment
and performance.
Corporate Ladder Climber Consultant Entrepreneur Single Unit Multi-Unit Regional Developer
Aubree
Aubree is driven by the challenge of building and managing a business.
she may start as an owner operator but her ambition wll be to grow
market share and equity. She is strategic and capable of wearing various
hats based on the needs and demands of the business. Aubree will
replicate systems and leverage the talent of others. Aubree has big plans
and the drive to bring them to fruition; her drive can be either a blessing
or a curse depending on system, timing or market possibilities.
Ideal Score
The top performers within Eclipse Enterprise scored strongly as Single-
unit or Multi-unit franchisees or Regional developers.
100%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

10. More Speed To Decision
Less Competitive
More Need For Control
Less Self-esteem
More Strategic
Less Perceptive
Less Focused
More Systematic
FOCUS PREFERENCE
Why is it important?
Nothing is more basic to performance, or more critical to success, than the ability to concentrate. To be successful in
business, people need to be able to shift their focus of concentration along two intersecting dimensions, width, and
direction. Ongoing performance is based on one's ability to shift from broad to narrow and internal to external.
Although everyone is capable of developing the four different styles of concentration we have a preferred or more
highly developed focus style.
Aubree
Under conditions of optimal emotional arousal, Aubree will perform
effectively, and have no problems shifting between the four different
styles of concentration when required to do so. When emotional
arousal drops too low or goes to high, however, he may fail to make
adjustments in his focus of concentration, becoming dominated by his
preferred style (broad-internal) thus potentially creating some
performance errors.
External
Narrow Broad
Internal
81%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

11. Less Emotional Awareness
More Accurate Self-Assessment
Less Self-Con dence
Less Self-Control
Less Transparency
More Innovation
More Adaptability
Less Achievement Drive
Less Commitment
More Initiative
Less Optimism
Self-Awareness
Aubree understands her strengths and weaknesses and is open to
candid feedback.
Self-Management
Aubree seeks out fresh ideas and entertains original solutions to
problems. She adapts responses to fit fluid circumstances; handles
multiple demands and shifts priorities.
Motivation
Aubree goes beyond what is expected and mobilizes others to get the
job done.
EMOTIONAL INTELLIGENCE
Why is it important?
Emotional intelligence includes self-awareness, self-management and self-motivation. Business owners with a high
degree of self-awareness know which emotions they are feeling and why. They recognize how their feelings affect
their performance. Business owners with a high degree of self-management build trust through being authentic
and reliable. They admit their own mistakes and confront unethical actions of others. Business owners with a high
degree of self-motivation are results-oriented and have a high drive to meet objectives.
SelfAwarenessSelfManagementSelfMotivation
98%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

12. More Developing Others
More In uence
More Leadership
More Understanding Others
More Service Orientation
More Organizational Awareness
More Con ict Management
More Change Catalyst
More Team and Collaboration
Leadership
Aubree takes a personal interest in employees and identifies their
needs and fosters their growth. Aubree builds consensus and support
through listening well, effective presentations and other strategies of
influence. Aubree articulates and arouses enthusiasm, leads as
needed and guides the performance of others while holding them
accountable.
Social Awareness
Aubree shows sensitivity to the perspectives of others; is attentive,
approachable and empathetic. Aubree understands the customer's
perspective, seeks ways to increase satisfaction, loyalty and be their
trusted advisor. Aubree recognizes power relationships and detects
crucial social networks; understands the forces that shape the views of
clients and competitors.
Relationship Management
Aubree spots conflict, brings disagreements into the open, uses
diplomacy and tact to handle tense situations and encourages
discussion. Aubree challenges the status quo, recognizes the need for
change, champions the change and enlists others. Aubree maintains
personal friendships among business associates, collaborates, sharing
plans, information, and resources.
SOCIAL INTELLIGENCE
Why is it important?
Social intelligence includes social awareness, relationship management and leadership. Individuals with a high
degree of social awareness are attentive to the emotional cues of others. They can accurately detect crucial social
networks, read key power relationships and the forces that shape the actions of others. Individuals with a high
degree of relationship management are skilled at being able to work with others. They handle difficult people and
tense situations with diplomacy. Someone with a high degree of leadership skills can arouse enthusiasm for a vison,
build consensus and guide performance of others while holding them accountable.
LeadershipSocialAwarenessManaging Others
69%
Fit
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle

13. SpotOn!®
Compatibility Comparison
The SpotOn! Eclipse Report categorically compares your candidate against your top performers within 4
Compatibility Markers: Values, Stages of Growth, Culture and Work Style, 8 Core Competencies Markers: Vision,
Sales, Marketing, Management, HR/Training, Administrative/Service, Financial and Technical and 6 Emotional and
Social Intelligence Markers: Emotional Awareness, Self-Management, Self-Motivation, Leadership, Social Awareness
and Relationship Management. Each piece is vital to understanding your prospect's as a potential as a franchisee.
Remember Compatibility plus Complementary Competencies equals performance.
!
Recruit for Compatibility
Competencies can be trained
Compatibility
Franchisee-Franchisor compatibility is the foundation for performance. Eclipse Enterprise culture, values
and best practices encourage performance. Your Compatibility Model can be used to recruit the right
franchisee, to train them to be more like the model, and support them in such a way that one maximizes
the chance of retention. Compatibility leads to better validation, less litigation, greater satisfaction and
increased performance.
Competencies
Competencies are a mixture of natural talents and practiced skills, and they can set individuals and
organizations apart from others in the marketplace. To launch, managing and grow a business, your
franchisee will need various degrees of each of the eight core competencies. Eclipse Enterprise can
anticipate faster ramp-up time and reduced costs to train and support when candidate possesses similar
core competencies as your top performers.
87%
Overall
Compatibility
Aubree Coderre - 5.3.2016 - Compatibility Comparison Report © 2016 Zoracle